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Revenue Growth Methodology

People

'By 2020, customers will manage 85% of their relationship with the enterprise without interacting with a human' - Gartner

Already today, buyers are avoiding Sales professionals as long as they possibly can. Instead, they research for information, get advice from their trusted network, attend seminars, look at what their peers are doing ... before accepting a meeting with a Sales professional and 'admit' they're on the market.

The positive outcome is that the probability of reaching revenue growth target for the Sales team will increase, as will their forecast accuracy and the productivity per Sales head. All good news, but are your Sales ready to step up their game and focus on:

1. Acquire in-depth understanding of their customer's business and environment;

2. Identify and talk to all stakeholders on their specific goals, priorities, means deployed to reach goals and metrics to measure success;

3. Challenge the stakeholders on the agreed KPI's;

4. Enable the internal consensus based decision making process;

5. Share the risks and success through a bonus-malus incentive program, both individual and team-based.

Related Insights

Time to draft next year's Sales Commission Plan! ... or Bonus Plan .. or Individual ... or Team Target... Quarterly or Monthly ... New Business Plan ...

Lost?

Measuring impact

Measuring impact

The House Of Sales (THOS) is an association of Sales professionals

Our vision: Bring insights and value to your customer's business and they will buy from you. Maintain a high-standard of service and they will be loyal

Our mission: Since 2004 The House Of Sales have lead Belgian and global companies to turn over their commercial assets in € in the most effective and refreshing way. In each assignment we measure impact on growing revenues, lowering costs and controlling operational risks of our customers